Sales and Marketing Management
JULY 26, 2020
Every customer touchpoint gathers important insights, like personal goals or named decision-makers, and data about how to best provide value specific to that customer. Mat Singer is a seasoned sales enablement and operations leader with experience in telecom, health care, electronics and more.
Sales Training Connection
FEBRUARY 5, 2014
A good case in point is the health care market where the Affordable Care Act plus other social and economic trends are transforming the health care landscape. Many markets are undergoing a transformational change where the customer is demanding salespeople bring innovative thinking and new insights.
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Sales Training Connection
SEPTEMBER 12, 2011
However, all isn’t rosy; the medical device industry faces several issues – pricing concerns, health care reform, reimbursement pressures, and increasingly regulations. Changing decision-makers – Although once often the sole decision-maker, the power of physicians is eroding. Health care reforms in the U.S.
Sales Training Connection
APRIL 23, 2012
According to Bain, this enables the companies to do two things: (1) offer a lower price and bring additional benefit to the hospital because their costs are lower (2) sell more by focusing on the totality of needs of the hospital by selling directly to a economic decision maker. ©2012 Sales Horizons, LLC.
Sales Training Connection
MARCH 27, 2014
Shifting decision-makers, rising number of new influencers, pricing pressures, increasing consolidation, and consumerizing healthcare will require MedTech salespeople to redefine their sales strategies to continue growing the business. While the MedTech industry is positioned to grow in the coming years, all is not rosy.
Sales Training Connection
MAY 30, 2012
There are multiple decision makers in the practice. As a result, even if a key decision maker has a strong preference, their colleagues will likely be strong influencers in any decision. It’s fairly rare for implanters to be in solo practices. ©2012 Sales Horizons, LLC.
Hubspot Sales
MAY 4, 2020
Harvard Business Review reports 90% of B2B decision makers never respond to cold outreach. IDC found 75% of B2B buyers and 84% of C-level executives consult social media before making purchasing decisions. Sales reps who were introduced by a mutual connection left a favorable impression with 87% of buyers surveyed by LinkedIn.
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